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ABSTRACT
This research work is a very crucial study for the entire Nigeria and
to the EMENITE LIMITED in particular. The study was motivated by the
necessity to ascertain the role of sales management in achieving profit
objectives of firms in Nigeria especially Emenite Limited.
It is
aimed at identifying the extent of satisfaction their customers derive
in the management of their sales and to give recommendation which will
lead to the solution to the problems if any exist.
Data collected
from the company was analyzed using tables, frequencies, percentages and
standard deviation where necessary to enable the reader make a long
lasting satisfaction as a result of reading the manuscript.
Based to
the hypothesis formulated, the researcher studied the senior and junior
staff of the company who are relevant to the study.
Statistical formular were adopted to determine the sample size and also test the hypothesis formulated.
However,
after a critical analysis of the data collected through questionnaire
and oral interviews, it was discovered that sales management is the best
method of positioning the company’s product in the market.
CHAPTER ONE
1.1 INTRODUCTION
Sales management involves the planning, hiring, directing and controlling of a company’s sales force.
Sales
managers evaluate their firms competitive position, analyze markets and
set goals, recruit, train and motivate sales people to reach these
goals and continually strive to improve the quality and productivity of
the selling effort for which they are responsible. EDEOGA P.N. (1997:
214).
According to Nwokoye (2000: 236) managing the sales effort of
an organization encompasses all effort put together in employing the
activities of some sales person (s) in order to achieve organizational
targeted objectives. In fact, sales operations are so fundamental to the
firms marketing environment that some firms – especially new ones may
not even use the term “Marketing” to describe their operations and the
top marketing man may have the title of sale managers.
In ADIRIKA E.O
ETAL 91996:164) explains sales management as a personal selling jobs
previously known as a persuasive environment which is triggered towards
persuading customers to buy goods and services to a more integrated jobs
of a complex activities in today’s larger marketing function. Its basic
area is the tactical marketing which is more important in the area of
offering goods and services and also things of value to the customers.
KOTTER
AND ARMSTRONG (2001: 583) summarizing the sale management when he said,
This only means the analysis, planning, implementation and contrive of
sales force activities which encompasses designing sales free strategy
and structure and recruiting, selecting, training, compensating,
supervising and evaluating the firms sales people. Personal selling is
usually regarded as the last bus stop in the total promotional journey.
This is because the illiterate objective of most promotional efforta is
the sales, but the actual consummation or fruition typically depends on
effective selling.
Therefore, the organisations general well being
and the totality of their objective set up is dependent on the ability
and general management of their sales forces in order to be a profit
oriented firm.
RESEARCH PROPOSAL
Definition :- Proposal is a way
of winning somebody to enable the person carry out a research work. it
is also on outline, methodology and procedure the researcher tends to
implore in solving an unidentified research problem which will help the
researcher in allowing a result.
To achieve a reasonable research work, eight (8) things are involved;-
1)
RESEARCH TOPICS:- The role of sales management in achieving profit
objective of firms in Nigeria. (A case study of Emenite Ltd)
2)
OBJECTIVE OF THE STUDY:- This study is designed to find out the roles of
sales management in achieving profit objectives putting a particular
attention to Emenite Enugu.
3) THE SCOPE OF THE STUDY:- This study
will be carried out basically in Enugu State since the case study is
Emenite Roofing Company.
4) SOURCES OF DATA:- To achieve this
research work, the following group of persons will be visited e.g
students, lecturers and individuals that have used the product.
5)
RESEARCH INSTRUMENT:- In order is collect the relevant data needed for
this research work, the researcher will use oral interviews,
questionnaires discussion outline etc.
6) METHOD OF DATA ANALYSIS:- This data will be analyzed using tables percentages, standard deviations etc.
7)
PLANS FOR THE REVIEW OF RELATED LITERATURE:- To collect the relevant
materials necessary for this research topic, the researcher will visit
UNEC library, National library and IMT Enigi Library etc.
8)
SIGNIFICANCE OF THE STUDY;- This research if carried out will enable
EMENITE ROOFING COMPANY to improve in their services to their customer
especially in the area of sale management.
1.2 STATEMENT OF THE PROBLEMS.
Firms in general
have been suffering from many problems in an effort put together in
order to effectively manage their sales task. As a result, some firms
cannot make a reasonable turnover at the end of each financial season.
Some of the notable problems includes;-
The time taken by the sales
managers to design their selling task to each sale person is always long
and will lead to so much delays in other hands loosing their market to
the competitors.
The problem involved in the training the respective
sales force to the organisation to enable them achieve what is expected
of them by the organisation will be long in such that the company will
take a longer days in achieving their sales volume.
The manger may at the process of trying to satisfy the longer market by positioning their sales loose to the challenger firms.
The
decision of what product line a company wishes to sell will effect the
early management of their sales task and invariably frustrates the
efforts of the people to the marketing field.
Sale manager stands a
risk of not covering the areas expected of them due to the problem
associated with product which may need a proper definition to the
consumers concerned.
The organization stands a chance of not having
so much needed financial capacity to effectively positive their selling
task which will result to a low profit margin to the organisations. The
sales managers stands a chance of loosen to their competitors because of
little understanding of the environment which he has to satisfy or
manage.
1.3 OBJECTIVE OF THE STUDY.
The broad objectives
of this research work is to seek the extent through which sales
management can achieve a reasonable profit objective of firms in Nigeria
especially EMENITE ROOFING COMPANY limited. In summary, the objective
of the research are;-
• To determine the effectiveness of sales management in profit objectives of the firm.
• To evaluate the level of satisfaction due to be derived by the firm.
• To investigate the sales performance of the firm with a view of ascertaining its efficiently.
• To determine the impact of sales management in achieving profit objectives of some firms.
•
To identify and evaluate the effort towards improving the sales effort
of the firm and how the firm would become a profit oriented one.
• To ascertain the impact of sales management in firms marketing environment.
• And to identify the sales performance of the firm and their achievements.
• To also find out the marketing impact of sales force in the Emenite Roofing Industry.
1.4 SIGNIFICANCE OF THE STUDY.
The study is designed to be beneficial to the following group of persons;-
The
study is designed in such that it will reeducate the Emenite roofing
company on the basis of sales management, its effectiveness and the
extent it will improve firms profit objectives, it will make them
understand that sales management or management of sale forces is the
starting point of firms profit objective.
It is also meant to
educate other individuals involving in the same roofing materials in the
country and Enugu State in particular about the benefit of managing
their sales forces, the extent it will boom their sales efficiently and
the general sales volume due to be derived.
It will also be a
starting point to some students especially those in marketing department
whisking to further this research study.
1.5 SCOPE OF THE STUDY.
The scope of this study
covers only Enugu State Capital especially Emene in particular where we
have EMENITE ROOFING COMPANY is the total environment where they operate
in order to derive necessary information for the study.
1.6 FORMATION OF HYPOTHESIS.
HYPOTHESIS 1.
Ho: Sales management is not the only way of achieving firms profit objective
Hi; Saler management is the only way of achieving firms profit objective.
Hypothesis 2
Ho; Emenite Company is not doing well in the management of their sales task.
Hi;- Emenite company is doing well in the management of their sale task.
Hypothesis 3
Ho; The firms sales management is not efficient and effective in achieving profit objectives.
Hi; The firms sale management is efficient and effective in achieving profit objectives.
Hypothesis 4.
Ho: This firms sales management is not effective in terms of satisfying customers objectives & complaint.
Hi; The firms sale management is effective in terms of satisfying customers objective and complaint
1.7 DEFINITION OF THE TERMS.
The language used in
the above chapter were all familiar and are basically marketing terms,
therefore there is no term worthy of definition.
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